A Sales Culture is a Competitive Advantage.

Creating a competitive advantage is a subject that has been written about for years and decades. Opinions and perspectives abound on what creates and maintains a competitive advantage and how to recapture it if a company loses theirs. That happens frequently and we only need to look to the organizations around us to learn why companies go

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The New Sales: Numbers AND Culture

Numbers don’t lie. Unfortunately, they don’t always tell the whole story. New market research on the printing industry reveals why your sales strategy should be focused on the “Big Fish,” but that’s only the starting point. The next step you take is just as important as the data itself. We are big fans of market

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The Three Words a Hygienist Should NEVER Say! (And EARN MORE Respect along the Way)

As a patient and consumer of dental services I have come to a conclusion about my experience at my dentists practice.   That epiphany, if you will is bit of a love letter to my hygienist and it’s a simple message with some complexity behind it.  YOU are the heart and soul of the dental practice

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Are You Easy?

Are you easy?  Are you easy to do business with?  I don’t mean your company.  I mean you. Individually and alone.  Are you someone that people find it easy to get something done and feel good about the business arrangement? It’s very easy and too convenient in todays over connected and hyper world we live

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Everyone’s in Sales – Building a Sales Culture

If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company.  A sales culture means that everyone’s in sales.  Does

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When Spoken, They Can Spell Career Disaster.

The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave impressions.  How you use and deliver these words makes a huge impression on people and leaves them thinking and feeling a certain way about you. Every conversation is a selling moment that constructs

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The Bedrock of Integrity is Respect!

Respect is the foundation on which integrity is built. Respect for ourselves. Respect for our clients and other people. Respect for the interactions we have with them. When we respect ourselves and others we believe everyone has value and deserves to be treated fairly. When we respect an interaction – say, a sales interaction –

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The “Agenda Free” Call

Why do you need a reason to go and see someone?   You don’t.  It’s no secret that relationships are the currency of long term success in any endeavor.  I am not the first and certainly won’t be the last to say those words.  That currency like any monetary currency is subject to fluctuation and

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Are YOU Valuable to Your Clients? Are You Sure?

Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get

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Just Say “NO” to NO!

“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success.  Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something

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